How to Grow Your Sales 50% in the Next 12 Months!

Presented by:

Strategic Partners:

Presented by:

Albert Bellington

“Since attending your training I have already

Closed the two largest accounts in my lifetime.

My earnings from these two accounts alone

represent over 50% of my last year’s earnings.”

(Ralph Fratus, Jr., LUTCF, Designed Benefits Group)

Sandler Training Institute at a Glance

Founded: 1967

Commercialized: 1985

Training Centers 220 Globally

Industries Trained 200+

People Trained 500,000+

5 Year Average Growth 35%

Entrepreneur Magazine Rating #1 (2005, 2006. 2007. 2008 2009, and 2010!) Entrepreneur Magazine Rating #1 (2005, 2006. 2007. 2008 2009, and 2010!)

2009 Hour Training in Our Facility 407

ISO 9000 Certified Course Provider

Our Mission:

We are dedicated to helping individuals and organizations measurably increase their sales

and client development performance by “growing closer to their true potential”.

We achieve this goal by applying our proven methodology to the sales process vs. the

traditional approach still used by most organizations today.

We feel the most important step in the process is helping our clients recognize that a

change in attitudes and behaviors must be ongoing, reinforced and supported and requires

a commitment and investment of time, money, risk of failure and a belief in themselves.

ALBERT A. BELLINGTON - Biography

Albert Bellington, Executive Vice President of Sandler Sales Institute, brings over 15 years of direct

sales and sales management experience to the firm's clients. He provides an experienced, hands-

on approach to all audiences who are, seeking to improve their overall sales and sales

management processes, increase the overall number of sales, increase territory management and

efficiency, along with enhancing recruiting accuracy and client development.

During his career, he has worked with a variety of companies and industries and successfully

increased their profitable revenue and client development through the implementation of

personal and organizational behavioral changes.

As a Certified Sandler Trainer, he provides innovative public seminar training courses through a

variety of effective methodologies. In addition, with his vast embodiment of sales training with

industry leaders like Xerox Corporation, and IKON Office Solutions, he has been blessed with the

best training and mentoring possible, and has been successfully transferring his knowledge to sales

reps and managers, in all facets of business, for many years. Many of the sales reps he has

mentored have become very successful in business and have gone on to be leaders in the

companies they are employed at today.

He is a graduate of Adelphi University School of Business, where he majored in Business

Administration, with Sales Management as his focus.

“SALES 101 . . .

Blocking & Tackling”

“ SALES IS GETTING SOMEONE TO TAKE ACTION,

CONSISTENT WITH ACTION THEY BELIEVE THEY SHOULD

TAKE FOR THEIR BENEFIT, AND FOR WHICH THEY WILL PAY

ME MY PRICE.” – The Definition of Sales

“Bernie Cronin, Managing Partner, Sandler Training Institute”

FIRST BORN (50% U.S. Presidents)

• Perfectionist (needs mother’s approval)

• Conscientious

• Overachievers, workaholics (50% U.S. Presidents)

• Reliable “Word is bond”

• Critical

• Serious

• Relate to older people

• List Maker

YOUNGEST (Only 2 U.S. Presidents)

• Manipulative

• Entertainer

• Charming

• Show Off

• Have a good time

• Risk Taker

• Innovative and experimental

• Easy going

• Open minded

BIRTHING ORDER

• List Maker

• Takes Great Notes

• Squeeze toothpaste at bottom

• Fold money in like denominations

• Hang on to selling possibilities

MIDDLE CHILD

• Mediator

• Avoids conflict

• Independent

• Many friends

• Extreme loyalty to peer group

• Holds cards close to vest

• Doesn’t open up easily to others

• Can break relationships easily

• Open minded

• Lose a lot of sales because of

their “need for approval”

ONLY CHILD

• Worse than First Born

• My friend is married to one (he gets up at

night to go to the bathroom and she

makes the bed)

NOTE: First Borns run for mother’s approval – Last Borns run for crowd approval

Recommended Reading: “The New Birth Order” by Kevin Leman

KNOWING THE TYPE OF PERSON YOU ARE DEALING WITH KNOWING THE TYPE OF PERSON YOU ARE DEALING WITH

CAN BE THE DIFFERENCE IN WINNING OR LOSING THE SALE!CAN BE THE DIFFERENCE IN WINNING OR LOSING THE SALE!

Improving Your Attitude, Behavior, and Technique

We believe there are 3 elements that determine success in sales:

• ATTITUDE

• BEHAVIOR

• TECHNIQUE

ATTITUDE is the top point of the “SUCCESS TRIANGLE”. Why is Attitude on top? Your attitude

A

TB

SUCCESSSUCCESS

ATTITUDE is the top point of the “SUCCESS TRIANGLE”. Why is Attitude on top? Your attitude

drives everything. People will only perform in a manner that is consistent with how they see

themselves conceptually.

BEHAVIOR. Without behavior nothing happens. Prospects don't just knock on your door ready to

buy; you have to actively engage them.

TECHNIQUE. Ultimate success is determined by how well you perform when in front of prospects.

Using a consistent approach to quickly qualify prospects and efficiently move through the buying

process will improve your performance.

Of all three points on the SUCCESS Triangle, Attitude is the most important. As we focus on this,

we hope you will begin to see areas for improvement. And, this awareness will help maximize

your sales performance.

AATTITUDE (I - 10) How You Feel

•I/R

•Self Image

•Self Concept

•Self Worth

•Self Confidence

•Self TalkSUCCESS

TRIANGLE

A Rule:Rule:

“It’s not how you feel that “It’s not how you feel that

determines how you act…determines how you act…

It’s how you act that determines how It’s how you act that determines how

you feel.”you feel.”

Sandler… More than technique training.

•Self Talk

•Self Doubt

TTECHNIQUE (Sandler Submarine) How You Act

•OK/Not OK

•Asking Questions

•Active Listening

•Reversing

•Colombo

•Negative Reverse

•Dummy-Up

•Disturbing Questions

BBEHAVIOR (R - 10) What You Do

•Dials

•No’s

•New Contacts

•Appointments Booked

•Face-to-Face

•Closed File Calls

•Clear Future

•Referrals

•SOLD

Quote: “What you say is overwhelmed by how you behave.”(Ralph Waldo Emerson)

TRIANGLE

B T

you feel.”you feel.”

“POWER PROSPECTING

The Heart & Soul of Sales”The Heart & Soul of Sales”

“You never have to stand in line to make a Cold Call.”

(David Sandler)

PROSPECTING CLOSING PERCENTAGES

Cold Call -

Lead -

1%

15%

Referral -

Introduction -

“Make your client a part of your sales force.”

(Bernie Cronin)

50%

80%

“WHY SALESPEOPLE FAIL . . .

and what to do about it”

“Salespeople fail because Sales managers Fail. Sales Managers

fail because they are not given the skill sets to recruit,

interview, hire, onboard, coach and grow their people”

(Bernie Cronin)

“HANDLING STALLS &

OBJECTIONS &

CLOSING”CLOSING”

“Objections are merely requests for more

information…no objections no interest.”

(Bernie Cronin)

“The only one who can overcome the objections

is the prospect……no objections no interest!”

(David Sandler)

3 MAJOR SALES WEAKNESSES

1. Buy Cycle – not one you ride!

2. Need for Approval

3. Talking Money

3 REASONS MOST SALES PEOPLE FAIL

1. Fear of Rejection

2. Fear of Failure

3. Fear of Success

5 Positive Results from a Sales Call

1. Yes

2. NoTHINK IT OVER

2. No

3. Lesson

4. Clear Future

5. Referral

THINK IT OVER

NOT ACCEPTED!

In EVERY Selling Situation, there are 2 Systems at work…

The Traditional System:

1. Qualify2. Present2. Present3. Handle Objections4. Close

This is the system Corporate America teaches its salespeople and has been doing so for 50 years.

In EVERY Selling Situation, there are 2 Systems at work…

The Prospect’s System:

1. Lie #1 – about what’s going on

2. UNPAID CONSULTING –2. UNPAID CONSULTING – so they can shop you

3. Lie #2 – they may need you to do more work later on

4. Run & Hide – VM, OTL, OOT, OOS

This is the system Corporate America uses to buy and has been in use for 5,000 years of recorded history!

Will you be one of the “HAVES”?

Having your own system…

OR

Will you be one of the “HAVE NOTS”?

Not Having a System of your own and falling into their system?

Our System:

1. Bonding/Rapport2. Upfront Contract

In Our System:You get Pain, Budget, & Decision, before you Present/Close!

This is where you will This is where you will determine if you will fall into determine if you will fall into their system or follow your their system or follow your

own system.own system.

2. Upfront Contract3. Pain 4. Budget5. Decision6. Presentation/Close7. Post Sell/Referrals

Get the Pain, get the Money, and get the Decision Process on the table, THEN do your Presentation.

Wimp Junction®

Our System:

1. Bonding/Rapport2. Upfront Contract2. Upfront Contract3. Pain 4. Budget5. Decision6. Presentation/Close7. Post Sell/Referrals

The Prospects System:

1. Lie #1 2. UNPAID CONSULTING3. Lie #24. Run & Hide

Our System:

1. Bonding/Rapport2. Upfront Contract3. Pain 4. Budget5. Decision

Wimp Junction®

5. Decision6. Presentation/Close7. Post Sell/Referrals

You are going to get a lot of pressure to cough it up early. It is at that point that you will be WIMPING!

"You'll have the same problems when I walk out

as you had when I walked in... unless you let me

take your problems with me."

(Ben Feldman)(Ben Feldman)

Albert BellingtonAlbert Bellington

Executive Vice PresidentExecutive Vice PresidentSandler Training InstituteSandler Training Institute

1000 W. McNab Rd., Suite 3151000 W. McNab Rd., Suite 315

Pompano Beach, FL 33069Pompano Beach, FL 33069

Office: (954) 781Office: (954) 781--96479647

Cell: (954) 701Cell: (954) 701--64726472